Items related to Influence: Science and Practice: United States Edition
Synopsis
Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say “yes” to another's request).
Written in a narrative style combined with scholarly research, Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and in other positions inside organizations that commonly use compliance tactics to get us to say “yes.” Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion.
Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.
"synopsis" may belong to another edition of this title.
About the Author
Dr. Robert Cialdini is Regents' Professor of Psychology at Arizona State University, and also consults widely on the subject of influence.
From the Back Cover
Over a quarter million copies sold!
How does this information make you feel about the book? If, even for a moment, you thought that a proven and popular book might be the one you were interested in, you may have been persuaded by a potent principle of influence―in this case, the principle of social proof.
Have you ever found yourself saying “yes” to a telemarketer or to a child selling candy and then wonder why you have just agreed to subscribe to a magazine that you really aren't interested in or to buy a candy bar that you really don't want? In this revised, updated, and expanded book, not only will you find out what techniques were used to get you to say yes, but you will also learn some worthwhile ways to defend yourself from future requests.
"About this title" may belong to another edition of this title.
- PublisherPearson
- Publication date2000
- ISBN 10 0321011473
- ISBN 13 9780321011473
- BindingPaperback
- LanguageEnglish
- Edition number4
- Number of pages262
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Influence: Science and Practice: United States Edition
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Influence: Science and Practice: United States Edition
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Influence : Science and Practice
Published by
Pearson Education, Limited, 2000
ISBN 10: 0321011473
ISBN 13: 9780321011473
Used
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Influence : Science and Practice
Published by
Pearson Education, Limited, 2000
ISBN 10: 0321011473
ISBN 13: 9780321011473
Used
Softcover
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Influence : Science and Practice
Published by
Pearson Education, Limited, 2000
ISBN 10: 0321011473
ISBN 13: 9780321011473
Used
Softcover
Seller: Better World Books, Mishawaka, IN, U.S.A.
Seller rating 5 out of 5 stars
Condition: Very Good. Used book that is in excellent condition. May show signs of wear or have minor defects. Seller Inventory # GRP13743344
Quantity: 3 available
Stock Image
Influence : Science and Practice
Published by
Pearson Education, Limited, 2000
ISBN 10: 0321011473
ISBN 13: 9780321011473
Used
Softcover
Seller: Better World Books: West, Reno, NV, U.S.A.
Seller rating 5 out of 5 stars
Condition: Very Good. Former library book; may include library markings. Used book that is in excellent condition. May show signs of wear or have minor defects. Seller Inventory # 4108212-6
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Influence: Science and Practice
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Influence: Science and Practice
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Influence: Science and Practice
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Soft cover. Condition: Very Good. 4th Edition. Very Good softcover. Bright, clean covers and spine; uncreased spine; slight rubbing at fore corners; tightly bound; bright, clean interior. 8vo, 261 pp; index, biblio; illustrated. Seller Inventory # C00121
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Influence: Science and Practic
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